Sales management
We help you enhance the effectiveness of sales management by turning sales leader into valuable sparring partners for the sales team and ensuring they have the competencies and tools to manage the more complex sales of today.
Effective sales management is one of the most influential factors in driving your sales results, as sales managers are key to changing the behavior and culture of the sales force. We help prepare your sales managers to lead in a way that aligns with your preferred sales approach and the commercial culture you aspire to build.
We can help with:
Development of sales management skills: We specialize in developing and training sales leaders to achieve greater success with sales methods such as Value-Based Selling, Solution Selling, Insight-Based Selling, Challenger Sale, and Co-Creation Sales.
Coaching of sales leaders: We provide sales leaders with concrete tools and methods to coach and develop the sales force for higher sales efficiency.
KPI’s and incentives: We assist in defining and implementing the KPIs and incentives that ensure continuous optimization of sales performance.
Collaboration between commercial functions: Complex sales often involve many internal functions, such as marketing, customer service, and product development. This requires special skills to ensure good cooperation throughout the customer journey. We help you build those competencies.
Playbooks for sales leaders: We develop and implement sales management playbooks with guides and instructions for best practices. This includes areas such as:
- Segmentation
- Management and planning of salespeople’s time
- Pipeline Management
- Feedback and coaching
- Sales management structure and cadence
- Mental resilience and strength
- Prioritizing sales leaders’ time
- CRM and data-driven sales
- KPIs and incentives
Here are some examples of how we’ve supported organizations:
- A playbook and toolkit for sales leaders in a major Danish wholesale company
- Development of sales leaders’ competencies in an IT consulting firm
- Ongoing coaching with sales leaders in the transport industry on implementing new KPIs
- Implementation of a new organization of sales and a method for managing KAM functions in an international industrial company.
